Enterprise Account Executive

3 weeks ago

Dubai, United Arab Emirates Software AG Full time

Software AG is the software pioneer of a truly connected world. Since 1969, we’ve helped 10,000+ organizations turn data into decisions. Our industry-leading suite of integration & API management, IoT & analytics and business transformation products creates a flow of data between people, departments, systems, and devices. We connect people and technology for a smarter tomorrow.

Our story goes beyond technology. We put people first - employees, customers, and partners. We build strong teams and cultivate relationships that last. We provide incomparable products, solutions, services, and technical excellence for our customers. We are a team of over 5,000 colleagues across 70+ countries who value inclusion, integrity, and innovation. Our size means everyone has an impact and every voice is valued. We are big enough to compete and small enough to care.

Be you, join us.

We are looking for ambitious, confident, and tenacious professionals to join our Dubai based team as a Enterprise Account Executive (EAE) covering the region of Oman and Bahrain. As an AE you will generate qualified opportunities, winning new business and managing relationships with large customers, utilising the power of Software AG's entire portfolio of solutions (API Management, IoT, BPM, Enterprise Architecture and analytics). You will manage all aspects of the sales process with your assigned customers including prospecting and strategically managing the account planning, lead management, qualification, high-level product demonstrations, evaluation, close and account care.

Essential Functions
- Develop and maintain a territory plan and pipeline to meet and exceed assigned quota.
- Own and progress opportunities through the qualification, definition, proof/evaluation, proposal and closure stages of the sales cycle with attention to timelines.
- Accurately forecast and report on opportunities within the assigned territory.
- Create an environment of collaboration with both the customer and virtual sales team.
- Create constructive tension and challenge the customer with their knowledge of customer and industry insight.
- Working directly or with the Partner Manager, builds and coordinates partnerships with top partners to generate incremental revenue opportunities.
- Teach customers insights and tailor solutions to challenge their approach to key corporate priorities and create a value proposition
- Take control of the sales process rather than simply following the customer’s process.
- Build key management relationships with focus on new opportunities, customer success and satisfaction, resulting in referenceable accounts and positive brand/company awareness.
- Identify stakeholders and sponsors and customer references.
- Manage complex sales cycles, utilizing internal and external resources as appropriate.
- Engage with cross-functional resources to drive Software AG Sales.
- Develop new solutions using a structured/methodical approach. Support other TAEs in solving complex problems in the sales process.

Minimum Requirements
- Our most sought-after qualities are a salesperson who is smart, coachable, and energetic.
- 6-12 years’ experience of software selling or equivalent knowledge in technology and/or sales environment.
- Must have knowledge of Oman and Bahrain market.
- Experience in leading & closing sales-cycles using solution selling techniques is a must.
- C-Level and Director level network
- Defense and Security sector background is a big advantage.
- Excellent English language skills
- Must be happy to travel

The following are also beneficial:

- Prior industry experience selling software-based solutions into a specified territory, specifically into targeted new name accounts with deal sizes that range from £50K - £1M+
- Experience across Software AG's portfolio is preferred - API Management/software integration, analytics, BPM or IoT. Experience selling other complex software solutions as an alternative is essential.
- Experience in executing a structured territory engagement approach based. Triggering convictions based on analytics: Structure the priorities in terms of demand generation activities, Sales plays roll out towards prospects & active customers.
- Capability to orchestrate the resources to optimize the territory coverage and penetration such as Partners, Customer Success Managers, Sales Development Associates, Marketing contents & events
- Knowledge/experience in consultative selling and should be comfortable extracting, developing and discussing and/or presenting Businesses Pain/Case, associated metrics, ROI and Business Outcomes with customers at CXO level.
- Proven track record of meeting and exceeding sales quotas.
- Excellent presentation skills and interaction with internal/external customers.
- Team player and able to take direction from Sales leaders.
- Excellent understanding of your industry’s customers’ business, needs, challenges and expectations.
- Demonstrated understanding of market disc

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